Consultative Sales Model
These are the first four steps of the Consultative Model.
What are Intro, Discovery, Presentation and Close?
Fill in the blank: Right ________, Right ________.
Hint: Think TRACTION
What is right people, right seat?
"You make the ______; we make the ________."
What are selections and connections?
The 3 main "objects" in our Salesforce.
What are Leads, Accounts and Opportunities?
Ring the bell if you do this
What is sell a full house?
When talking about a specific product, like Electricity, the first step in the Consultative Sales Model is re-labeled to be this.
What is Transition?
This is otherwise known as a "WIG".
What is a Wildly Important Goal?
This is the ideal timeframe for a real estate professional to refer their customer to Utility Concierge.
What is 2-3 weeks?
If I have 194 leads assigned to me in a month, and I contact 165 of them, THIS is my contact rate.
What is 85%?
FREE POINTS! Take 30 seconds and tell us your favorite core value and what it means to you!
I guess that was ok......
This is the Objective of the "Close" step.
What is the Customer makes a decision?
These are the three steps that allow us to turn our issues into strengths
What are Identify, Discuss and Solve?
This "type" of Referral Partner provides a high volume of leads and have a great close rate. Goosehead is an example, and one of our largest lead sources.
What is an insurance company?
What are the three possible outcomes of a conversation with a lead?
What is a yes, a no or an appointment?
This is what we do with our dirty dishes.
What is put them in the dishwasher?
This is what EAT stands for.
What is Empathize, Ask Questions, Take Action?
What is ___________ is ___________
Hint: Related to the "Data" component of Traction.
What is Measured is Managed?
A realtor or insurance agent is more likely to build this with a homebuyer than a home warranty company. Close rate goes up in turn.
What is trust/rapport/relationships?
These are the five required components of a good note.
What are Who did you talk to, what was discussed, what was not discussed, what are the next steps and any other important details?
This is Jordan's favorite condiment.
What is Sriracha?
These are the last two steps of the Consultative Sales Model and happen AFTER the phone call.
What are Delivery and Retention?
All six of these form the components of UC's core framework.
What are Vision, Issues, People, Data, Process and Traction?
The URL you would use if a new customer calls into the main line.
These are the five sections of the Concierge Day Plan IN ORDER!
What are Appointments, Meetings, High Priority Service, Pipeline and Prospecting?
Besides Fahra and Rodrigo, name four Coordinators (members of the service team).
Who are Richard, Reed, Lewis, Dennis, Laura, Angelyn and Sarah?